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Four Questions Leaders Ask

For nearly 15 years my AMSP/NAPL/NAQP colleagues and I have been studying some of our industry’s most successful companies. We’ve learned that their success isn’t attributable to doing things other companies can’t do, but rather to doing things that other companies don’t believe are important, never get around to doing, or don’t do very well. Regularly asking these four questions is an example: • What are we doing to hear …Read More

Tuck In Versus New Sales Personnel

A client, through no fault of its own, recently lost a customer who represented annual sales in excess of $1mm. Over a three to four month period I had significant discussions with the client concerning the best method to be utilized to replace the lost revenue. The client’s existing sales force was seasoned and really was not what you would call “Hunters.” They were comfortable with their customer base and …Read More

Are the values of printing companies on the rise?

I get this question a lot recently both from both possible sellers and buyers. Here’s why I think values are rising: 1) The recession is officially over and most printers are seeing better financial results this year so most think their business is worth more today than during the recession. 2) Printers have right-sized their businesses for the current sales levels so profits are steady. 3) Many printers are experiencing …Read More

Postal Service Board of Governors Selects Megan Brennan as 74th Postmaster General and CEO of the United States Postal Service

WASHINGTON — The U.S. Postal Service Board of Governors today announced the appointment of Megan J. Brennan, the current chief operating officer of the Postal Service, as the 74th Postmaster General and CEO. Speaking at a public meeting of the Board this morning, Mickey D. Barnett, chairman of the Postal Service Board of Governors, praised Brennan – who will become the first woman to be Postmaster General – as the …Read More

Postmaster General Donahoe to Retire February 2015

WASHINGTON — The United States Postal Service Board of Governors announced today that Postmaster General and Chief Executive Officer Patrick R. Donahoe has decided to retire February 1, 2015, after 39 years with the Postal Service. At a public meeting of the Board of Governors this morning, Mickey D. Barnett, Chairman of the Board, called Donahoe a visionary leader who worked tirelessly to move the organization forward during one of …Read More

Where to Find Killer-Good Leads

“Where Do I Find Good Leads?” I get this question all the time. In the old days, we used to buy lists and then dial for dollars. Depending on the age of the list, there was a high probability that either the company was out of business or the contact was long gone. Today, lists are still available. As for the accuracy, well, I don’t think that will ever change: …Read More

The More Things Change…

Do you have books at home that you’ve meant to read for years, but never got around to? I recently pulled one of those old volumes out of a box in my attic, blew off the dust, and finally read it. The book was A Distant Mirror by the historian Barbara Tuchman. A best-seller in its long-ago day, it presents an in-depth look at the 14th Century through the exploits …Read More

Why are These Millennial-Generation Printers Smiling? – October 2014 M&A Activity

Marketing Technology Vistaprint recently came calling on Printi, a two-year-old Brazilian startup. The company was founded by a pair of young (and now apparently very happy) entrepreneurs who met while working together as interns at Goldman Sachs. The millennial-generation buddies realized that Brazil was wide open to introduce automated web-to-print aggregation technology. They borrowed ideas from the more developed market in Europe, and modeled their company essentially as a Vistaprint …Read More

There’s magic in that yellow legal pad!

In a recent Wall Street Journal article, a revealing idea confirmed what I believed for years (don’t you just love when that happens―confirming evidence from an objective, third party source?). Now I am all for technology. I have two laptops, an IPad, two IPhones, a MacBook Air, and more IPods than I can count. But when I want to remember something, I write it down, and yes, the old fashioned …Read More

Enhance Your Team’s Performance

Working on taking your team’s performance to the next level? Do they need a manager, a coach, a leader or all three? Which one are you? There is a difference in what each one of these approaches brings to the team and it’s more important than ever to review the resources you have and your alignment in this area. Your team is undoubtedly made up of individuals who may require …Read More